September 2009

September 28, 2009

1. Lucky people know what they want so it is easier to recognize when it crosses their path. This is also one of the basic laws of attraction.

2. Lucky people have a great sense of what they don't want, so they don't spend a lot of time chasing low priority goals and aspirations.

3. Lucky people see the big picture and have the ability to see the forest through the trees.

4. Lucky people do not generalize. By not having preconceived ideas or generalizations, it allows them to see opportunities that are often closed off to others.

5. Lucky people are open to new things and ideas. The more experiences one has, the greater chance of "stumbling" across something new and exciting.

6. Lucky people consider themselves lucky! Have you ever known someone that is constantly talking about how unlucky they are? Well, it's the same concept in reverse. If you tell yourself how lucky you are everyday, before long, it actually becomes your reality.

7. Lucky people work hard and are willing to pay the price for the things they want. Have you ever heard the quote, "the harder I work, the luckier I get"?

8. Lucky people are optimistic. Their glass is half full and they tend to see the upside and opportunities in the challenges that confront them.

9. Lucky people listen to their gut. While our instincts tend to be suppressed from non-use, the lucky people of the world not only follow their gut, but trust and rely on it every day.

September 21, 2009

Take the time to rate yourself to ensure that you not only meet, but exceed member, customer and prospect expectations.

R - Reliability: Do you keep promises and do what you say?Recovery: We all make mistakes, how you recover and fix them is what matters.Respond: Do you respond quickly and always on time for appointments - promptness counts?

A - Assurance: Do you inspire confidence and trust?

T - Tangibles: You are judged on appearance, attitude and demeanor.

E - Empathy: Recognize the difference between empathy and sympathy. How well do you see things from your member, customer or prospects point of view? Everyone is unique, not just another number.

September 14, 2009

When negotiating through a prospect's objections it's important to keep things supportive and positive. If things become adversarial or argumentative, the only result will be a greater resolution by the prospect NOT to buy. Try these verbal techniques to keep your negotiation amicable and effective.

* Take the blame - "I am sorry that I failed to make my point clear . . ."

* Make a concession - "You are quite right that it may seem to be too much at first. However, when you consider . . ."

* By saying that others feel the same way - "Joe Smith at Acme manufacturing said the same thing at first, however after he found out about. . . "

* Pay tribute to their idea - "I know that you have the interests of your company at heart.”

September 08, 2009

Imagine yourself in a bookstore. As you walk down the aisle of your favorite section, you scan the book titles for something that reaches out and grabs you. This is not unlike your initial sales introduction and begs the question, "does the title grab you?" Does the initial opening statement of your presentation cause the prospect to want to listen further?

If you like what you see and you grab a book from the shelf, you proceed to read the inside jacket. You ask yourself, "Do I like what I'm reading?" Think about your prospect as you give your presentation - does the inside jacket keep them interested? Does it prompt them to read more or are they thinking it's like every other book they've picked up on that particular subject matter?

If your book (sales presentation) passes the first two tests - it grabbed their attention, and intrigued them enough to buy it, or in our case, listen to your entire presentation, you are well on your way to having a bestseller!